Art Jacoby's Monthly Newsletters
Newsletter Library - September 2005
The Sweet Spot Revisited
What is your company’s "sweet spot?" Is it your BEST products or services, type of customer or distribution method. Is it your BIGGEST revenue items, customers or distribution method. You may have from time to time used either point of reference. "70% of our sales are to the federal sector- that’s our sweet spot." "We do our best work when the customer turns us loose."
The sweet spot in a concert hall refers to a surprisingly small area where the sound from each of many individual instruments come together into a perfect balance. To the connoisseur, it is the ultimate live music listening experience or, in business vernacular, an optimal customer experience.
We want our customers to have an optimal experience AND we want to deliver that experience efficiently and profitably. If your customer is thrilled and your team is unhappy, that’s not a sweet spot. If your customer is thrilled but you haven’t made any profit, that isn’t either.
My definition of the sweet spot is where you can consistently meet or exceed the expectations of your customer connoisseurs while your company efficiently, profitably and enjoyably serves them.
Find it!
Art Jacoby advises high potential growth companies.
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